Principal Business Development Manager

Compensation context

This commissioned sales range is base salary plus commission target (on-target earnings), not base salary alone. Restricted stock units (RSUs) and a bonus may be added.

Our Mission

Palo Alto Networks® describes one shared goal: keeping digital life safe. The company says it works where new ideas meet real results, tackling practical problems with advanced tools and fresh thinking. It says every person is heard and every suggestion matters, and it invites people who want career-defining work next to equally committed colleagues to apply.

Who We Are

To stay the security partner customers pick first, the company says it has to lead the way and set the direction for the industry. Staff pursue that daily through five stated values (Integrity, Inclusion, Collaboration, Disruption, and Execution). AI is built into how the company operates and is used to boost what each person can achieve. People who enjoy hard, real-world problems and want to brainstorm alongside top talent are encouraged to join.

The posting states the position is remote and that being apart does not limit impact. Hybrid teams work together across regions to tackle large problems, stay near customers, and grow. The culture is described as built on trust, accountability, and shared wins, with work that genuinely counts.

Job Summary

Unit 42's Principal Business Development Manager leads the push to grow its consulting services and revenue in an assigned territory. You serve as a trusted specialist and partner to the core sales team, winning new logos, building ties with C-level buyers, and negotiating complex enterprise deals to grow Unit 42's market share and strengthen its name as a top security advisory team.

Key Responsibilities

• Source, create, and qualify fresh opportunities that fill a strong Unit 42 consulting pipeline.
• Build and carry out account and regional plans with leadership to beat bookings targets.
• Act as a trusted specialist for the core Palo Alto Networks sales teams, leading senior Unit 42 conversations that speed up adoption of services.
• Scope, negotiate, and close complex enterprise contracts, regularly beating bookings and revenue goals.
• Build strong ties with C-level and senior buyers (CISO, CSO, CIO) and explain the business value of Unit 42 offerings.
• Work smoothly with internal teams and use strategic regional partners to grow the business and execute well.
• Keep accurate account intelligence and forecasts in SFDC to guide leadership decisions.

Qualifications

Required Qualifications

• A bachelor's, or comparable work background.
• 10+ years of increasing seniority leading sales or business development in cybersecurity.
• A clear, consistent history of well exceeding multi-million-dollar quotas in enterprise sales.
• 10+ years selling complex security services or products, such as Incident Response, Risk Management, or Offensive Security.
• Expert in MEDDIC or a similar disciplined sales method, with success closing complex six-figure deals with large enterprises.

Preferred Qualifications

• Deep knowledge of how channel partners operate worldwide and proven skill using a channel-led go-to-market model.
• Presence with executives and skill at turning technical benefits into business results the C-suite cares about.
• An entrepreneurial outlook and enthusiasm for growing new, emerging technology offerings quickly.

Compensation Disclosure

What is paid depends on the candidate's qualifications and experience and on where they work. If the offer is made at the advertised level, the range shown below is the expected starting base for non-sales jobs, or base plus commission target for commissioned sales jobs. Restricted stock units (RSUs) and a bonus may be added, and the posting links to a description of benefits.

Range: $245,600 to $337,700 a year

Our Commitment

The company calls itself a group of trailblazers who aim high, take chances, and push back on the usual way cybersecurity is done. It says diverse teams working together are essential to its mission.

The company offers reasonable accommodations to qualified people with disabilities. Anyone needing help or an accommodation because of a disability or special need can email accommodations@paloaltonetworks.com.

The company states it offers equal employment opportunity and values a diverse workplace. Every qualified applicant is considered without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, age, ancestry, national origin, marital status, family or medical care leave, genetic information, medical condition, political affiliation, protected veteran status, physical or mental disability, or any other characteristic the law protects.

Applicant information is kept private in line with EEO guidance.

Immigration sponsorship: not offered; the company will not sponsor work visas for this role.

Application process

Submit your application through NorthStar. Employer screening may follow after submission.